SponsorsTestimonialsDay 3Day 2Day 1HomeKeynoters
Directory Driven Commerce 2005
Virtual Conference

The Kelsey Group

Sponsored by


Day 1 | Day 2 | Day 3

Wednesday, September 28

7:30 am – 8:30 am
Continental Breakfast Sponsored by Verizon

8:30 am – 8:45 am
Recap & Outlook [audio]

8:45 am – 9:30 am
Keynote Address
Kathy Harless, President, Verizon Information Services, Vice Chair, YPA
[ppt] [audio]

9:30 am – 10:30 am
Creating Cross-Media Synergies
Directory publishers are looking at classifieds, and newspaper publishers are taking a fresh look at directories. Other local media, including radio, television, and direct mailers, are also search for the right cross-media alliances to ensure they will always have a place at the table. What is driving the renewed interest in cross-media synergy? How real are the opportunities? And how will these relationships alter the future of Yellow Pages?
Cecilia Geijer-Haeggstrцm, Head, Products & Market, Eniro AB (Sweden) [ppt]
Steve Harmon
, VP, Business Development, LiveDeal (U.S.)
Todd Leiser, VP & General Manager, ValPak.com (U.S.) [ppt]
Peter M. Zollman, Founding Principal, Classified Intelligence (U.S.) [video]

10:30 am – 11:00 am
Refreshment Break Sponsored by Innovectra

11:00 am – 11:45 am
A Kelsey Group Interview: Marc Tellier, CEO, Yellow Pages Group (Canada) [video]

11:45 am – 12:30 pm
Directories vs. Search: What Is the Best Strategy?
The debate is raging among directory publishers whether to partner with search engines or treat them strictly as competitors. We will air this debate at DDC with a session that brings together directory companies representing different local search strategies.
Simon Greenman, VP, Internet, Dex Media (U.S.) [video]
Christer Pettersson, Nordic Online Manager, Eniro AB (Sweden) [ppt]
Robert Rath, GM, Business Services, Sensis Search & Online Advertising, Sensis Pty. Ltd. (Australia)
[ppt] [video]

12:30 pm – 2:00 pm
Lunch Sponsored by ADP

2:00 pm – 3:00 pm
Breakout Sessions
Session A: New Pricing Paradigms
Learn how pay-per-click, pay-per-call and other creative pricing approaches are changing not only the business model for Internet Yellow Pages, but potentially for the core print directory product as well. Hear about the evolution of directory pricing first hand from operators that have deployed these models in the field.
Marc Barach, Chief Marketing Officer, Ingenio (U.S.)
John Keister, President, Marchex
Chris Sherman
, Editor, Search Engine Watch (U.S.)
Shawn Wiora, Principal, Steeplechase Resources (U.S.)

Session B: Multi-Product Selling: What Works?
One of the great challenges facing any directory operation is finding ways to motivate the sale of new products – including digital directories – without sacrificing renewal and increase, as well as new sales for the bread-and-butter core product. This session brings together seasoned sales professionals to share their insights.
Kathy Geiger-Schwab, President, Berry Network Inc., EVP, The Berry Company (U.S.) [ppt]
Neil Salvage, VP, Sales, YellowPages.com (U.S.) [ppt]

3:00 pm – 3:30 pm
Refreshment Break Sponsored by Geosign

3:30 pm – 4:15 pm
Breakout Sessions
Session A: Sorting Out the Listings Mess
Competitive telecommunications, the rising use of wireless phones as a primary communications device, and the emergence of VoIP are all wreaking havoc on directory publishers’ ability to compile complete, accurate and up-to-date listings databases. What are the practical challenges created by the evolving telecommunications environment? How are publishers, data providers and industry organizations addressing these issues?
Amy Perlik Healy, Director, Public Policy, Yellow Pages Association (U.S.)
Amit Khanna, President, Database Licensing, infoUSA (U.S.)
Kathleen Pierz, Principal, Pierz Group (U.S.)

Session B: Low-Tech Product, High-Tech Sales
What is at the cutting edge in automation of sales and sales support, customer support and ad creation? How are technology and training making reps more productive, and what are the pitfalls? How is technology supporting the sale of multiple products? How is the recruitment and training of sales reps changing with technology?
Robert Hawthorne, President, Hawthorne Executive Search (U.S.) [ppt]
Eitan Gelbaum
, Marketing Director, Advertising & Media Div., Amdocs

4:15 pm – 4:30 pm
Transition Break Sponsored by Geosign

4:30 pm – 5:30 pm
Breakout Sessions
Session A: ‘I’m in My Car, Find Me a Starbucks!’
Everyone uses mobile phones, but what are the realities of transforming that usage into a real source of revenue for directory publishers? Which products and services offer real value, and which are solutions in search of problems? Hear the latest from operators and developers at the leading edge of mobile directory services.
Raul Pumber, GM Telco Relations, Yellow Pages Group (Canada)
Jesper Simonsen, Chairman, Mobile People (Denmark) [ppt]
Jay Sullivan, VP, U.S. Business Development, PocketThis (U.S.)

Session B: Old Dog, New Tricks: Transforming the Core Product
Inventiveness in the Yellow Pages business has often meant making ads bigger and charging more for them. In today’s competitive market, innovation isn’t innovative if it doesn’t create real value. Hear which new ideas are driving usage, ROI and bringing in sustainable incremental revenue.
Buddy Hull, Director, Core Product Marketing, BellSouth Advertising & Publishing Corp. (U.S.)
Ezana Raswork, VP, Business Development, Yellow Pages Group (Canada) [ppt]

5:30 pm – 7:30 pm
Reception Sponsored by YellowPages.com

Day 1 | Day 2 | Day 3